December - The Season of Opportunity

That's what one of my clients referred to this month as...and, I love her for that! Instead of referring to this time as the end of the year "wrap-up" or seeing it as something deadline oriented, she sees this time of close, fervent interaction with her clients as an OPPORTUNITY - to actively listen, make meaningful suggestions where appropriate and BOND!

Go get em - you still have a week left!

Lisa

Social Media and CPA firms....

CPA Trendlines reported today that: "A new study by the Association for Accounting Marketing finds that approximately 60% of the firms surveyed are participating in social media and 43% have written social media policies to guide employees and govern its use.

LinkedIn emerged as the leading application used by accounting professionals with 76% of firms using LinkedIn and of those not using LinkedIn, 60% have a plan to establish an account..."

43% of those that are using social media have a social media policy? Ya THINK? Cause I'm sorry but I talk to a LOT of CPA firms each week and I KNOW they are blocking Facebook, and most of them do not have a social media policy - and many have folks using LinkedIn and they are not tracking, observing - or utilizing it - let alone working on a policy!!!

It's safety net to have one - I can do a social media policy for $250. You should have one...Just in case it gets ugly - check out SocialMention dot com and search not your firm name but some people's names....then cawwwwl me...

Lisa

Be True To Yourself (Whoever That Is)

TIERNEY Coaching & Consulting has a core set of truths on which we base our success, and the success of our clients. And one of the most important is, know thy self. If you don’t understand who you are, and what motivates you, you will not be able to realize for yourself the seemingly magical and elusive results you see others enjoying. You have to know how to position yourself so that your daily efforts seems less like effort, and more effortless. Personally, at the end of the day, I want to know that a) I have made a measurable positive improvement in my clients’ ability to do their jobs more effectively, and b) I have done this through mutually positive energy exchanges and connections along the way.

I also find it empowering to be able to choose the firms with whom I enter into contract. If I feel your behavior or attitude is a violation of my personal code of ethics, I would rather just wait for the client that’s a better fit. By now I hope it’s becoming clear that I attribute my own success to honest, open and energizing exchanges that leave an impression of overall capability, accountability and flexibility. Of course I want to profit! But sometimes giving something away is a better way to do business. It may not be as immediately profitable. In the long haul, however, I do believe we attract what we are in our own minds. And I want to attract the kind of wealth that allows a firm, and those who captain it, adequate resources to be generous, and strength enough to be kind. To be true to yourself. Happy Holidays to ALL from TIERNEY Coaching & Consulting! – Lisa

Marketing's Role in Obtaining A New Client

These thoughts are being generated by a recent flooding of questions and discussion about the PROCESS by which proposals are generated and the WAY in which the firm’s team leaders should be working together in order to ensure that the best foot is forward when communicating to prospective clients. Come on people! This really is not rocket science and yet I am appalled at the many times I consistently hear about partners grabbing just anyone available as they race out the door to meet with a prospective client. I guess we should be grateful when they remember to grab a GENERAL marketing brochure that speaks to how GREAT their firm is…I see that I am going to have write a full-blown article on this one – just to let off a little steam! In a nutshell:

• Internally communicate the opportunity to professional staff

• Identify and leverage existing relationships

• Set up a time with prospect to “interview” in order to identify things like hot buttons, pressing issues, why they are looking to change service providers, the decision-making process and the decision-makers, etc. (remember active listening!)

• Research, research, research (industry trend reports, short list of references, experience with this type of client)

• Which brings us to the all-important selection of the proposed engagement team (foster rapport)

• Role-play / rehearsal of prospect meeting - complete with agenda and established roles

• Follow-Up

• Word-smithing a document to present – if you have pressed to do so (and if so, too bad)

Okay – I guess I now have my outline for my article – stay tuned! And have a great weekend

Lisa